Jawad Aslam

Account Executive at Mechnician

Stop selling benefits. Start selling consequences

Stop selling benefits. Start selling consequences.

Nobody moves because of a benefit.

They move because of what happens if they don’t get that benefit.

It’s not “This will save you 10 hours a week.”

It’s “if you keep wasting 10 hours a week, you’ll fall behind competitors who are scaling faster while you’re stuck in admin.”

Humans act faster to avoid pain than to chase pleasure. It’s not me saying it — it’s basic psychology.

Thoughts?

#sales

#salespsychology

👑 Sales Strategy

📈 Closing

☁️ Software Tech

12 comments

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Pachacuti

Politicker

They call me Daddy, Sales Daddy

I have to completely disagree. People buy because it either makes them look or feel good, or saves them time or money.

You are taking a basic, pessimistic look at Sales in which it’s win-lose relationship. Look for the win-win.

jefe

Arsonist

🍁

Exactly - this really isn't the tone I want for a sales cycle. I'm building trust, eliminating pain, and making sure they come out on top.

Also, get these hashtags out of the War Room pls.

WhoDey

Opinionated

VP of Sales

The best motivator is the elimination of pain. Show the prospect how your solution can eliminate a current pain point and you'll have a much better chance at making the sale.

LambyCorn

Arsonist

A mfkn E

bingo

Gasty

Notable Contributor

War Room Community Manager

Hi, great first post.

I'd suggest that you look at a bunch more and see how the ball rolls here. Also, it's an anonymous sales platform. You'll get the most out of here by going anon.

Justatitle

Tycoon

Account Executive

You could use both... here's the current problem, this will solve x y z, why aren't we doing this?

CuriousFox

WR Officer

🦊

Not a fan of selling via fear.

szjones

Old School Bravo

Strategic Account Manager

It’s not selling fear. One of the best disco questions you can ask after looking for pain is around “What happens if you don’t solve X?”

Impact questions are the best questions you can ask, 100x better than pain questions, because you’re getting the actual business outcome of them solving for the issue they’re facing but also making them realize the negative impact to them or the organization if they don’t solve it.

BitcoinAddict

Executive

"Buy this...OR ELSE!"

swamatpsu

Executive

Strategic Account Executive

I think there is a middle ground. Like Light and dark, day and night, you need to balance value and consequences. If you do the right things in pointing out the value, they will come to see the consequences of not doing something on their own.

Account Manager

Agree with this, eliminate the pain!

Sales Executive

Thank you for sharing your insights. I appreciate the opportunity to consider this topic from an alternative perspective. I was particularly drawn to your use of the phrase “start selling consequence,” which prompted me to engage more deeply with your post. Upon reading, I found that the explanation effectively highlighted the benefits of this approach. It appears to be a thoughtful refinement of an established strategy, and it certainly piqued my interest. If you have found this method effective, that is excellent to hear. I would be grateful if you could share further insights or experiences you have gained from implementing this strategy.